1. © 2010 Standard Insurance Company The Why Occupations Steve Brady – 2 nd VP IDI Sales The Plus Group – Audio conference July 20, 2011

2. © 2010 Standard Insurance Company 1.Their Importance to You and to The Standard 2.Physicians vs. Why Occupations 3.How to Sell to Why Occupations 4.Determine Your Prospects’ Purchasing Power The Why Occupations 2 Company Confidential July 20, 2011

3. © 2010 Standard Insurance Company 5.Establish that the need is recognized by Why Occupation prospects 6.Educate your prospects until they believe in the value 7.Close the sale 8.Manage the transaction process of underwriting and policy delivery 3 Company Confidential July 20, 2011 The Why Occupations (cont.) Please contact your local Plus Group office for more information. Go to www.plusgroupus.com or call 800/831-1018.www.plusgroupus.com

4. © 2010 Standard Insurance Company